Determinants of dependence in dyadic buyer-supplier relationships
نویسنده
چکیده
It is generally agreed that ‘power’ and ‘dependence’ are important concepts for the understanding of buyer-seller relationships. However, little research has been carried out aimed at identifying determinants of dependence in dyadic buyer-supplier relationships. In this study we have addressed this gap, combining an extensive literature study with an empirical study (expert interviews). The study has resulted in a conceptual model of organisational dependence in dyadic buyer-supplier relationships, including: logistical indispensability, need for the supplier’s technological expertise, availability of alternative suppliers, and switching costs for buyer’s dependence, and financial magnitude, need for the buyer’s technological expertise, availability of alternative buyers, and switching costs for supplier’s dependence. The results are discussed and recommendations for further research are provided, also in the light of a network approach to buyer-supplier relationships.
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